Executive Director, Harmony Academy

Compensation Range:

Position Summary

The Executive Director, Harmony Academy is the senior operating and revenue leader responsible for scaling Harmony Academy nationally through integrated sales execution, client success leadership, strategic partnerships, and growth market expansion. Reporting to the Senior Vice President, NU Academies, the Executive Director owns end-to-end revenue performance, including new business, renewals, expansions, and multi-year partnerships, while ensuring high-quality implementation and measurable impact for districts, states, and national partners.

The Executive Director leads a unified go-to-market and delivery engine, overseeing field sales, client success, strategic partnerships, and growth market strategy, with dotted-line leadership over Sales Operations and Inside Sales. The Executive Director is accountable for meeting and exceeding annual revenue goals, sustaining renewal health, and scaling Harmony’s reach to 6 million students annually through a combination of commercial, philanthropic, and partnership-driven contracts.

The role reflects market-level expectations for senior leaders in edtech and education publishing: strong P&L ownership, enterprise sales leadership, renewal discipline, partner ecosystems, and cross-functional execution at scale.

Essential Functions:

Sales Leadership & Revenue Performance

• Owns annual and multi-year revenue targets for Harmony Academy across districts, states, national organizations, and enterprise partners.
• Leads the field sales organization, including territory strategy, account segmentation, quota setting, and coverage models aligned to growth priorities.
• Ensures pipeline coverage of 3–4×, forecast accuracy within ±10%, and disciplined execution across all sales stages.
• Establishes and enforces an enterprise selling standard: discovery excellence, solution design, executive alignment, value articulation, and next-step rigor.
• Oversees pricing and packaging strategy in partnership with Finance and Product to ensure margin discipline and scalability.
• Drives expansion and upsell strategies tied to adoption, outcomes, and renewal readiness.
• Investigates complex sales challenges, analyzes trends and data, and develops strategies to advance revenue growth.

Client Success, Retention & Expansion

• Sets and leads Client Success strategy in partnership with Academies leadership to ensure what is sold is implemented with fidelity and renews at scale.
• Owns renewal health, expansion readiness, and customer lifecycle performance across all major accounts.
• Aligns sales commitments with implementation scope, launch timelines, adoption metrics, and success outcomes.
• Prioritizes development of reference accounts, case studies, and proof points that directly support sales and partnership growth.
• Uses usage data, health scores, and outcome measures to inform renewal strategy and growth plays.

Strategic Partnerships & Philanthropic Scale

• Sources, structures, and scales national, state, district, and channel partnerships that accelerate revenue and reach (e.g., associations, foundations, systems integrators, national nonprofits).
• Leads development of MOUs, multi-year agreements, referral and channel models, and co-marketing strategies tied to measurable revenue outcomes.
• Oversees partnership-driven P&L performance, including expansion plans and renewal pathways.
• Collaborates with NU Advancement and Fundraising Academy on philanthropic-aligned contracts that support large-scale student reach (target: 6 million students annually).
• Establishes executive governance, sponsor mapping, and escalation pathways to unblock complex, multi-stakeholder deals.

Growth Markets & Expansion Strategy

• Defines and executes priority growth markets (geographic, segment, and vertical) aligned to NU Academies’ strategic plan.
• Builds multi-year market entry and expansion strategies across large urban districts, states, and national platforms.
• Leads conference, thought-leadership, and field-based strategies that position Harmony as a category leader in belonging, SEL, and whole-child outcomes.
• Partners with Marketing and Product to align market signals with roadmap priorities and launch readiness.

Revenue Operations, Sales Operations, & Inside Sales (Dotted Line)

• Provides executive oversight (dotted line) to Sales Operations and Inside Sales, ensuring alignment to revenue goals and field execution.
• Accountable for the effectiveness of Salesforce as the single source of truth for pipeline, forecast, velocity, and conversion.
• Establishes governance standards for stages, data hygiene, forecasting, and deal inspection.
• Leads monthly and quarterly business reviews with executive leadership, translating operational performance into insights, risks, and strategic actions.
• Operates executive-level deal governance in partnership with Finance, including approvals, discount guardrails, and margin checks.

Cross-Functional Leadership

• Serves as the senior integrator across Field Sales, Client Success, Marketing, Product, Finance, and Operations.
• Ensures organizational alignment around revenue priorities, customer outcomes, and scalable execution.
• Provides market-driven insights to Product to inform roadmap, packaging, and future innovation.

People Leadership

• Fosters a culture of accountability, collaboration, and continuous learning by modeling inclusive leadership practices and setting clear performance expectations.
• Leads, mentors, and develops Field Management Team across Field Sales, Client Success, and Strategic Partnerships.
• Builds a high-performance sales organization, accountable culture grounded in belonging, clarity, and results.
• Sets clear performance expectations, conducts ongoing coaching, and leads annual performance evaluations.
• Represents National University and Harmony Academy with executive presence, integrity, and strategic vision.
• Performs other duties as assigned.

Supervisory Responsibilities:

• Direct oversight of leadership-level team members across Field Sales, Client Success, and Strategic Partnerships (6-8 direct reports, 30-40 in-line reporting up to the Exec Director)
• Dotted-line oversight of Sales Operations and Inside Sales functions.

Requirements:

Education & Experience:

• Bachelor’s degree required.
• Master’s degree preferred.
• Minimum of twelve (12) years of senior-level experience in edtech, education publishing, or adjacent mission-driven sectors required.
• Minimum of five (5) years of leadership experience required.
• Demonstrated experience owning enterprise-level revenue, renewals, and growth strategy.
• Proven success leading multi-year, complex sales and partnership agreements.
• Experience working across K–12 and higher education ecosystems preferred.

Competencies/Technical/Functional Skills:

• Proven track record of beating revenue targets and scaling GTM engines.
• Deep expertise in enterprise sales, renewals, partnerships, and revenue operations.
• Strong command of Salesforce, forecasting discipline, and data-driven decision-making.
• Established national network across K–12 districts, state agencies, associations, and partners.
• Exceptional executive communication, negotiation, and presentation skills.
• Ability to lead complex, cross-functional organizations with clarity and accountability.
• Advanced leadership skillset to include experience with success in coaching, developing, and inspiring high-performing teams.
• Skilled communicator with the ability to influence and build exceptional relationships with senior executives, donors, and partner, and lead complex cross-sector collaborations.
• Entrepreneurial mindset with strong operational discipline.
• Willingness to travel nationally (approximately 40%).
• Commitment to NU’s values of belonging, innovation, and community impact.

Location: Remote, USA

Travel: Frequent Travel Required; travel nationally at least 40% of the time to build relationships, support the team, and engage with key stakeholders.

#LI-Remote

Candidate receiving offers will be offered a salary/pay rate commensurate with experience that vary based on a candidate’s qualifications, skills, and competencies.  Absent exceptional circumstances, candidates will be offered a salary within this range for this position. The minimum salary will be offered based on the minimum exemption threshold based on state of residency. Base pay is one component of National University’s total rewards package, as we are dedicated to supporting the needs of the “whole you” with our holistic approach to employee benefits by offering comprehensive well-being benefits for you and your family.  For full details about our benefit plan offerings, please visit benefits.nu.edu. For Part-time benefits, please click here.

National University is committed to maintaining a high-quality workforce representative of the populations we serve. National University employs more than 4,500 faculty and staff and serves over 45,000 students. We are united in our mission to meet the global education demands of the 21st Century and are dedicated to creating a supportive academic and work environment that allows students, faculty and staff to develop their interests and talents while experiencing a sense of community. With programs available both online and at our many campus locations, National University is a leader in creating innovative solutions to education and meeting the needs of our student population, including adult learners and working professionals.

National University (NU) is proud to be an equal opportunity employer and does not discriminate against any employee or applicant per applicable federal, state and local laws. At NU, a mix of highly talented, innovative and creative people come together to make the impact of a lifetime for each of our student learners. All qualified applicants will receive equal consideration for employment, education, and admission at National University.